行业拓展经理 - 能源及工业系统

岗位职责：
1. 与上级共同制定负责拓展市场及客户的年度销售目标，并对目标达成情况负责。
2. 与技术支持和应用团队紧密合作，为工业加工设施提供绝热与声学解决方案。
3. 与技术/安装团队紧密合作，提供现场服务：现场能耗/声学测量、组织样品制作、安装示范与检查等。
4. 筛查工业领域的不同拓展市场，挖掘客户痛点，为阿乐斯的解决方案创造新机会。
5. 在目标拓展市场中开发和管理新客户，提交解决方案建议，进行定期的技术和商务沟通，完成报价和合同谈判，并负责回款。
6. 维护与现有合作方的关系，挖掘新项目机会并获取潜在客户信息。
7. 开发和管理能够提供服务的经销商，与直接客户（如运营商/承包商/安装商）建立长期合作关系。
8. 在项目的全周期中，与客户服务、财务、供应链和技术支持团队紧密合作。作为项目负责人，跟进项目价值链的每一个环节，包括从潜在客户的开发到交付。
9. 定期与主要设计公司及工程总承包商举办技术研讨会，以确保为阿乐斯提供符合要求的设计方案。
10. 使用 Salesforce 记录和跟踪项目动态。
任职要求：
1. 大学本科及以上学历，5年以上销售工作经验，有通用工业领域经验者优先。
2. 具有优秀的项目管理能力，具备关键客户管理技能。
3. 熟悉项目运作流程，善于管理关键利益相关者关系。
4. 具备基本的解决方案安装知识，以及能耗/声学现场测量知识优先。
5. 普通话流利，具备英语能力者优先。
6. 能够适应出差，以及项目现场短期驻留。
7. 积极主动，热衷于发现并解决客户痛点。
Job Responsibilities:
1. Work together with supervisor to set up annual sales target for responsible segments/customers and being accountable for delivering target.
2. Work closely with technical support to offer thermal & acoustic solutions for industrial processing facilities.
3. Work closely with technical/installation team to offer site services: site energy/acoustic measurement, organize mock-ups, installation demonstration, and inspection, etc.
4. Screen different segments in industry to identify customer's pain points & create new opportunities for Armacell's solutions.
5. Develop & manage new accounts in target segments, present solutions proposals, have regular technical & commercial communication, make quotation & negotiate contract, be responsible for payment collection.
6. Maintain contacts with existing stakeholders, in order to identify new potential projects and generate leads.
7. Develop & manage distributors who can provide service, establish long-term relationships with direct customers, e.g., operators/contractors/installers.
8. Work closely with Customer Service, Finance, Supply Chain & Technical Support Team throughout full cycle of projects. As the project leader, follow up projects through each step of the value chain from lead generation to delivery.
9. Launch frequent technical seminars with key design houses & EPCM to ensure favorable design specifications for Armacell.
10. Use Salesforce.com to record & trace project activities.
Job Requirements:
1. Bachelor's degree or higher. 5+ years of sales experience, preferably in the general industry sector.
2. Excellent project management skills and key account management skills.
3. Familiar with project workflow and managing relationships with key stakeholders.
4. Basic installation knowledge for solutions, energy/acoustic site measurement skills are a plus.
5. Fluent in Mandarin; English proficiency is a plus.
6. Willingness for travel and potential short-term stationing at project sites.
7. Proactive and passionate about identifying customer pain points and offering solutions.